Head of BDR and Channel Program Manager

Disguise sits at the heart of the most inspiring live and virtual experiences in the world, leading the market in building a software and hardware solution that designs, sequences and controls the most spectacular productions across film and TV, broadcast, live and corporate events.

Role:                       Head of BDR and Channel Program Manager
Department:           Sales
Location:                NYC or London
Reports into:          SVP Sales (based in LA)

ABOUT THE ROLE

Disguise is looking for an ambitious and driven Head of BDR and Channel Program Manager to lead a global team of Business Development Representative. This person will be leading the team to consistently hit pipeline generation targets while building and managing a high-performance channel partner ecosystem to expand our reach across key regions and verticals.

WHAT YOU WILL DO:

1. BDR Team Leadership (50%)

• Manage, coach, and develop a team of 7 BDRs to hit weekly/monthly activity and pipeline goals
• Implement and oversee outbound prospecting strategies using tools, AI lead-gen projects, and targeted campaigns.
• Maintain high levels of activity, accountability, and data hygiene across the team.
• Partner with Sales Leadership to ensure BDR pipeline aligns to revenue targets.

2. Channel Partnerships (50%)

• Identify, recruit, and onboard new channel partners in target regions/verticals (e.g., AV integrators, broadcast resellers, live events specialists).
• Develop joint go-to-market plans with partners to drive revenue.
• Build and maintain relationships with key partner stakeholders to ensure success.
• Track and report partner performance, providing enablement resources, training, and sales support.
• Negotiate agreements and commercial terms for partner engagements.
• Strategic Impact
• Drive synergy between direct sales (BDR-led) and indirect sales (channel-led).
• Leverage data insights to optimise partner network and lead gen strategy.
• Collaborate with Marketing on partner marketing and co-branded campaigns.

EXPERIENCE & SKILLS:

• 6+ years in business development, sales, or partnerships with at least 3 years in a leadership role.
• Experience managing a BDR or SDR team to exceed pipeline targets.
• Proven success in building and managing channel partner programs.
• Strong understanding of Disguise’s markets: live entertainment, broadcast, film/TV, xR/VR/AR.
• Experience working within sales methodologies (MEDDPICC, value selling)
• Strong experience with CRM/reporting tools (Salesforce, Clari, Salesloft, etc.)
• Demonstrable ability to communicate, present and influence credibly at all levels of an organisation (including C-Level)
• Proven experience building in-depth relationships across multiple stakeholders within an organisation

BEHAVIOURS & VALUES:

• High level of attention to detail: able to keep reports and documentation up to date
• Winning mindset: being brave, bold and striving for growth
• Driven: being proactive and passionate in seeking what might not immediately be apparent
• Dependable: being both a team player and autonomous agent to drive results
• Dynamic: being able to pivot quickly with an abundance of energy and resilience
• No Ego: being approachable, authentic and humble

About Disguise

Disguise is the industry-leading platform sitting at the heart of a new era of visual experiences. One powerful integrated system of software, hardware and services to help create the next dimension of real-time spectacle.
We partner with the biggest entertainment brands and companies in the world to deliver the A-list of live music events, live TV broadcasts, immersive experiences, installations, theatre, film and TV production, corporate communications and brand product launches. Working with Disney, Snapchat, Netflix, ESPN, the Burj Khalifa, and Adele, Disguise is the number one partner delivering the next dimension of entertainment. 

Don’t Disguise your differences.

Innovation comes from everyone. We strive to create a workplace that reflects our diverse audience. We celebrate our people for their full authentic selves, and embrace uniqueness. Inclusion and Equity matter at Disguise. We create together and we create everywhere. 

Our values

• Honest. We are real with ourselves and our clients and share our ideas with openness and transparency. 
• Evolutionary. We innovate using our user’s ever-changing needs so our technology remains ahead-of-the-game.
• Fearless. We take the best path, not the easiest, and innovate where it’s right, not where it’s simplest.
• Resilience. We don’t give up until we find the right solution, even if it means going outside our remit.
• Belong.  We create an environment where everyone feels like they belong and is empowered to do their best work.

Our benefits

• We have a suite of globally relevant competitive benefits packages as we want to make sure we retain the best talent out there. Our benefits for every perm hire, globally include:
• Unlimited Paid Time Off - with minimum time you must take set at 20% above statutory
• Hybrid working between home and our offices (dependent on role and location)
• Mental health and wellbeing support - subscription to the Calm app, mental health first-aid buddies, employee assistance programmes
• Gig allowance - £400 (or local equivalent) to spend on tickets every year to immerse yourself in our industries
• Belonging policies -  including (but not limited to) support for Parental, Fertility, Miscarriage, Menopause and Transitioning
• Training, coaching & mentoring